With millions of diners, 70,000+ restaurant partners and 25+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a passion for helping restaurants thrive. Our world-class technology empowers restaurants to focus on what matters most – their team, their guests, and their bottom line – while enabling diners to discover and book the perfect restaurant for every occasion.
Every employee at OpenTable has a tangible impact on what we do and how we do it. You’ll also be part of a global team and its portfolio of metasearch brands. Hospitality is all about taking care of others, and it defines our culture.
About the job:OpenTable is seeking an Account Manager responsible for leading customer retention and revenue growth within your territory of restaurants, reporting to the Manager, Account Managers. In this role, you will be in tune with the local restaurant industry and proactively engage with restaurant customers to serve as a trusted advisor. You will be innovative in overcoming customer obstacles, provide constructive perspectives to challenge current thinking, and use our world-class technology to empower restaurants to focus on their team, their guests, and their bottom line.
- Cultivate and build upon existing high-level relationships to serve as a trusted advisor to restaurants and lead retention rates by aiding in re-signing customers with expired contracts.
- Account Retention & Revenue Growth: Build and maintain strategic relationships with restaurant leadership to achieve quarterly retention and upsell targets, including contract renewals and premium marketing tool adoption.
- Understand customer needs, identify sales opportunities to sell premium marketing tools, and achieve quarterly company goals and sales objectives.
- Assist restaurant management with system configuration to optimize reservation flow.
- Build and utilize data-driven presentations for ongoing business reviews and educate operators about industry trends using actionable, data-driven insights.
- Act as an advocate and high-level point of contact for restaurant customer concerns and resolve cross-functional issues.
- Track weekly meeting and call activity in Salesforce, conduct monthly meetings with Elite members, and capture product upgrade feedback for the team.
- 2-3+ years of account management or equivalent experience in a restaurant/hospitality environment with validated customer service skills.
- Residency in the Pacific Time Zone or Hawaii-Aleutian Time Zone to align with the team and market. Seattle or Hawaii residence strongly preferred. Domestic travel will be required throughout West Coast and Hawaii.
- Deep expertise in restaurant operations and management, including comprehension of P&L and financial statements.
- Proven ability to handle objections and comfort leading consultative sales conversations to achieve retention and revenue goals.
- Strong writing, presentation, social, organizational, and interpersonal skills, with confidence delivering training and speaking to groups.
- Valid driver’s license and transportation, with residency in Hawaii, Pacific, or Mountain Time Zones to align with the territory and team.
- College degree in a relevant field.
- Experience using AI tools to draft and personalize outreach, research accounts, capture interaction data, and determine future strategy.
- Knowledge of Google Suite, Salesforce, and Apple products and operating systems.
- Experience collaborating with marketing teams to help design and execute restaurant-specific marketing programs and promotional participation.
- Demonstrated ability to keenly track economic and industry drivers and thrive in an unstructured, forward-thinking environment.
- Work from (almost) anywhere for up to 20 days per year
- Focus on mental health and well-being:
- Company-paid therapy sessions through SpringHealth
- Company-paid subscription to Headspace
- Annual company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!)
- Paid parental leave
- Generous paid vacation + time off for your birthday
- Paid volunteer time
- Focus on your career growth:
- Development Dollars
- Leadership development
- Access to thousands of on-demand e-learnings
- Travel Discounts
- Employee Resource Groups
- Competitive retirement and health plans
Note for MA applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
There are a variety of factors that go into determining a salary range, including but not limited to external market benchmark data, geographic location, and years of experience sought/required. The range for this United States located role is $70,000 - $80,000USD. This role is also eligible to be considered for an annual bonus.
We offer a competitive base salary and benefits including: health benefits; flexible spending account; retirement benefits; life insurance; paid time off (including PTO, paid sick leave, medical leave, bereavement leave, floating holidays and paid holidays); and parental leave benefits.
Work Environment & Flexibility:
At OpenTable, we pride ourselves on fostering a global and dynamic work environment. As a team member with us, you will benefit from a schedule tailored to accommodate a global workforce operating across multiple time zones. While the majority of your responsibilities may align with conventional business hours, there will be instances where you are expected to manage communications - via calls, Slack messages, or emails - outside of regular working hours to effectively collaborate with international colleagues, respond to restaurant partners, and/or address urgent matters. OpenTable will always abide by and consider local laws and regulations.
Inclusion:
We’re committed to creating a workplace where everyone feels they belong and can thrive. We know the best ideas come when we bring different voices to the table, so we're building a team as dynamic as the diners and restaurants we serve—and fostering a culture where everyone feels welcome to be themselves.
If you need accommodations during the application or interview process, or on the job, we’re here to support you. Please reach out to your recruiter to request any accommodations.
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Skills Required
- 2-3+ years of account management or equivalent experience in a restaurant or hospitality environment
- Validated customer service skills
- Residency in the Pacific Time Zone or Hawaii-Aleutian Time Zone
- Domestic travel throughout the West Coast and Hawaii
- Deep expertise in restaurant operations and management
- Understanding of P&L and financial statements
- Ability to handle objections and lead consultative sales conversations
- Strong writing, presentation, social, organizational, and interpersonal skills
- Confidence delivering training and speaking to groups
- Valid driver's license and transportation
- College degree in a relevant field
- Experience using AI tools for outreach, account research, interaction data, and strategy
- Knowledge of Google Suite, Salesforce, and Apple products and operating systems
- Experience collaborating with marketing teams on restaurant-specific marketing programs
- Ability to track economic and industry drivers and work in an unstructured environment
OpenTable Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about OpenTable and has not been reviewed or approved by OpenTable.
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Leave & Time Off Breadth — Time off is positioned as generous, including ample PTO, company-wide recharge time, and additional one-off days such as a birthday/celebration day. Paid volunteer time is also included, reinforcing a broad time-off offering beyond standard vacation and holidays.
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Wellbeing & Lifestyle Benefits — Wellbeing support is positioned as a meaningful part of the package, including company-paid therapy sessions and a paid mindfulness subscription. Flexibility policies such as meeting-free Fridays and “work from (almost) anywhere” are also framed as lifestyle-supporting benefits.
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Strong & Reliable Incentives — Variable pay and upside are highlighted for some roles, especially sales positions where on-target earnings and accelerators can meaningfully raise take-home pay when goals are met. Some postings also indicate eligibility for annual bonuses in certain roles.
OpenTable Insights
What We Do
With millions of diners, tens of thousands of restaurants, and 20+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a unique insight into the world of hospitality. We champion restaurants, bars, wineries, and other venues around the world, helping them attract guests, manage capacity, improve operations, and maximize revenue. Every employee at OpenTable has a tangible impact on what we do and how we do it. You’ll also be part of a global network that includes OpenTable and KAYAK's portfolio of travel brands including Swoodoo, checkfelix, momondo, Cheapflights, Mundi and HotelsCombined.
Why Work With Us
Hospitality is all about taking care of others, and it defines our culture. You’ll work in a welcoming and inclusive environment, and get the benefits, flexibility, and support you need to succeed.
